National Sales Manager

National Sales Manager - Pegasys

Discover Pegasys

At Pegasys, we're not just innovating; we're leading a revolution in the perioperative landscape through our advanced Artificial Intelligence technology. We strive to enhance operational efficiency, cut down on costs, and minimize risks, transforming how hospitals operate their surgical suites around the world. As a proud member of the Fortive family, we're dedicated to impactful contributions, delivering essential, boundary-pushing technologies to elevate surgical practices and support systems.

The Role:

We're seeking a National Sales Manager to build and lead Pegasys's commercial engine. This is a player-coach role for a proven sales leader: you will own the national sales number, lead and develop our sales team and personally drive our most strategic enterprise pursuits. You'll set the standard for how Pegasys sells: disciplined, consultative, and relentlessly focused on customer value. Your leadership is central to our vision of “Surgery. Simplified.”

Leadership Responsibilities:

• Own the national sales target: build and manage the pipeline, drive forecast accuracy, and deliver predictable, repeatable revenue growth.
• Recruit, coach, and develop a small high-performing sales team of Business Development Managers; lead through deal coaching, field ride-alongs, and structured skill development.
• Own and evolve our value-selling system: persona-based value propositions, consultative sales standard work, and disciplined qualification - sustained through daily management.
• Institutionalize voice-of-customer and win/loss analysis to continuously sharpen our personas, positioning, and sales playbook.
• Establish a disciplined operating cadence: funnel reviews, forecast calls, CRM hygiene, and clear performance accountability.
• Partner cross-functionally with clinical, customer deployment, and technology teams to ensure seamless handoffs from sale through implementation and expansion.
• Contribute market and competitive insights to the leadership team to shape product, pricing, and go-to-market strategy.

Commercial Responsibilities:

• Personally lead strategic and enterprise pursuits, building trusted relationships with health system executives (COO, CFO, CMO, CMIO) from the boardroom to the OR.
• Engage and expand relationships with our core buying centers: perioperative leadership, sterile processing, supply chain, IT, and quality & patient safety.
• Become an expert on Pegasys's product use cases, platform, and vision; lead compelling demonstrations that make complex AI capabilities simple and relevant to each stakeholder.
• Develop and execute the national sales strategy, including market segmentation, territory design, and pipeline generation programs.
• Serve as a consultative partner, demonstrating how Pegasys's AI solutions deliver measurable business and clinical value.
• Lead with quantified business cases: build and deliver ROI analyses that translate operational and clinical improvements into CFO-ready value.
• Represent Pegasys at conferences, industry events, and executive briefings to build brand presence and generate demand.

Professional Qualifications:

• Demonstrated success leading healthcare sales teams to exceed quota, with direct people-management experience; a track record of building or scaling a sales function is a strong plus.
• Healthcare software / SaaS sales experience strongly preferred, with command of complex, multi-stakeholder enterprise sales cycles.
• Fluency in a modern consultative sales methodology (e.g., MEDDIC, Challenger, SPIN) with a track record of coaching teams to adopt and execute it.
• Experience with a consulting-led or services-led sales motion that converts to recurring software revenue is a strong plus.
• Established relationships and credibility with perioperative leaders, surgeons, and hospital executives across supply chain, IT, and quality & patient safety.
• Deep understanding of hospital operations, surgical environments, and the economics of the perioperative suite.
• Fluency with hospital IT environments and EMR ecosystems, with experience navigating IT security, privacy, and procurement review processes.
• Experience applying a formal continuous improvement methodology (e.g., Lean, kaizen, business system disciplines) to commercial processes is a plus.
• Data-driven operator: proficient with CRM platforms, funnel analytics, and forecast management.
• Exceptional communication, negotiation, and executive presentation skills.
• Self-motivated and comfortable leading in a dynamic, remote-first environment; willingness to travel up to 50%.
• Bachelor's degree in Business Administration, Healthcare Administration, or related field; an MBA is a significant advantage.